Tuesday, October 20, 2015

"I don't want to alarm anyone, gentlemen, but now might be a good time to start praying."

Just hours after some drunk guy Kamikaze-ed a stolen Cessna
150 into the South Lawn of the White House, my boss came down to my office to
personally express his disappointment that I hadn’t briefed him on the
incident.

It was September 12, 1994 and the PR world was trying to
re-calibrate itself into the perpetual “rapid-response mode” that was the
hallmark of Bill Clinton’s presidential campaign, made famous in the
documentary “The War Room”
that had come out the year before.

Once that film hit the theaters, my boss put me in charge of
gathering up the world’s news and reading the summaries to him every morning at
7:00 as Earl drove him to the office. If a plane crash landed at the White
House in the middle of the night then, “Dammit, John, I need to know about it!”

Fair enough. But this was 1994 and the Internet—and my twin
daughters—were still toddlers and no help whatsoever in gathering news. So I
had to get up at 5:00 a.m., scan four newspapers, watch CNN and the local news
programs, and listen to the radio news station all while feeding my kids breakfast—one
Cheerio at a time. A War Room operation this was not.

I was reminded of this Cronkite-ian nightmare recently when
a new
movie, also called “The War Room,” broke the box office with its unconventional
promotional strategy. Marketed solely through social media, the movie debuted at
number two after “Straight Outta Compton,” raking in $11.4 million in its
opening weekend—nearly four times what it cost to make. (As of yesterday, it
had racked up $65 million in ticket sales.)

Much like the original “War Room,” this movie provides
critical lessons about the changing rules of successful marketing and
communication. Here are seven big ones:

Be religious in your
audience targeting—“The War Room” was made by evangelicals for evangelicals.
Period. “Our bull’s-eye audience are people of faith and the church,” said
director Alex Kendrick. And because he wasn’t trying to entertain a mass
audience, Kendrick’s film resonated with his religious audience.

Preach to the choir—According
to Kendrick, they “intentionally showed the film to pastors and community
leaders to get their support.” But the power of these co-conspiratorial
relationships is magnified exponentially on social media. People listen to
people they trust. And while you may not have a network of churches in your LinkedIn
contacts, you do have a flock of Facebook friends who, in turn, have flocks of their
own. And so on.

Don’t worship false
matinee idols—Do you remember Johnny Depp’s blockbuster hit Mortdecai?
Of course you don’t. It disappeared from the theaters faster than John Wilkes
Booth. The fact is A-list star power doesn’t guarantee butts in movie-theater seats
anymore. But if you cast an unknown, you might have a prayer. And if that rookie
actress happens to be Priscilla Shirer—best-selling author and daughter of the
Rev. Tony Evans, one of the most well-known pastors in America—well, buddy,
your prayers are gonna be answered.

In the beginning,
move heaven and Earth—There’s a reason people dress like over-stuffed Oreos and
dance at shopping malls. There is a power and excitement to launches that is
only magnified by social media. To hype their opening weekend, the producers
spent months reaching out to fellow pastors, Christian book stores owners, and
community leaders, and implored them to “encourage the people that you’re
leading and the people that you are influencing … to see ‘War Room.’”

Cast bread upon the
waters—And this outreach paid off in ways they probably hadn’t anticipated.
After seeing several Facebook posts about the movie, Danielle Wright—the host
of an online radio show called “Power of Prayer”—arranged a private screening
for more than 200 church leaders a day before the film was released. Guess what
they preached about that weekend?

Judge not? Best ye be
judged—If you want to secure that critical buy-in from influential
community leaders, you’re going to have to invite critical comments from them first.
In order to build strong bonds with the network of influential pastors who
drove millions of parishioners to the movie, the filmmakers invited the pastors
to view and criticize early versions of the film … five times. This was quite
clever, really. Once the pastors had a hand in editing, the film’s ultimate
box-office success was now their responsibility.

Remember the Good
Book—Social media marketing is a multi-platform affair. To inspire
communication about their movie, the producers wrote seven different online
“War Room” bible study guides, including a “leader
kit,” that can be yours for the low low price of $24.99—less than the price
of a bag of buttered popcorn and a small diet Coke. Bless their hearts.